Principal, Operational Consultant – Ericsson

Purpose of Job Role
Drive or participate in customer engagements from lead generation to contract fulfilment in agreement with the Key Account Manager.
Ensure that Consulting projects are fulfilled and delivered in time, with a high quality and within budget. Deliver value to the customer by analysing and proposing improvements on customers’ processes, operations, organization, IT or network.
Support short and long-term profitable business for Ericsson by interacting closely with customers to identify new business opportunities that benefit both the customers and Ericsson.
 
Responsibilities
Perform Business Development (to grow Ericsson business and Consulting Services)
  • Gather global and local business intelligence and market trends
  • Support development of market plans
  • Improve customer relations by proactive initiatives
  • Leverage on successful  customer cases
  • Continuously
  • identify & innovate profitable business opportunities
  • Develop new offerings and value creation proposals
  • Analyse customer end user offerings, market scenarios, customer go to market strategy, etc.
Drive Sales Engagements
  • Gather and confirm customer requirements
  • Lead sales engagements
  • Identify relevant Ericsson assets
  • Define metrics and success criteria
  • Develop internal & customer business case
  • Perform customer stakeholder analysis
  • Define the scope of the engagement
  • Prepare customer proposal
  • Perform Upselling
  • Identify potential external partners
  • Negotiate customer contract
Deliver Consulting projects
  • Execute project tasks
  • Develop project plan and scope
  • Manage reporting and communication
  • Manage risks and time
  • Manage team performance
  • Manage customer expectations
  • Refine methodology
  • Define project roles and resources
  • Identify add-on sales opportunities
 
Develop Consulting practice capabilities
  • Develop new offerings
  • Obtain and analyse customer feedback
  • Share project learning
  • Manage and develop consulting teams and units
  • Coach and mentor colleagues
  • Support in recruitment process
  • Contribute to thought leadership, e.g. produce whitepapers
 
Personal Traits
  • Drive – determination, hard work, focus
  • Creativity – ability to see and make things in a new or different way, capability of developing inspiration, innovation or insight
  • Consultative – capacity to reflect on one’s behaviour and performance, learn from experience, adapt to other cultures, absorb feedback,
  • accept new ideas and practices
  • Responsiveness – ability to understand, quickly adapt and act upon new information, influences and information
  • Passion to win – intense focus on victory, the competitive spirit, the strategic sense of what winning will entail, the pursuit of achievement, joy of success
  • Ability to maximize time spent with customer
Qualifications
  • Degree in Engineering or equivalent (Communications, Informatics or related)
  • Telecoms/IT qualification)

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